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- When we prepare for a negotiation, we tend to focus…on the issues we wanna discuss and ignore…other important factors.…For example, how and when should we…initiate the negotiation?…Getting workplace negotiations off the ground can be tough…and some of the reasons have to do with the different ways…people respond to problems or ideas.…As you prepare to negotiate, it is also important to use…what you know about the other person and their…preferences for hearing new ideas.…It means using what you know about the other person…in your preparation.…

In workplace negotiations, we typically know the other…person well including their negotiation style.…Still, we often fail to make use of this information…as we prepare to negotiate.…First, you can use what you know as you think about…setting up a negotiation meeting.…Does the other person like to know ahead of time…about the substance of the meeting?…Does he want to have an agenda?…Does he avoid focusing on a meeting until he's in it?…The second way to use what you know is to consider…

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Author

Released

6/1/2017

Using real-life case studies, negotiation expert Deborah Kolb and seasoned executive leader Elizabeth Robillard offer practical advice and techniques to help leaders manage workplace negotiations. Recognizing that all negotiation takes place within a context, Debbie and Elizabeth explain the organizational dynamics of work and reveal how we often get in our own way by not speaking up and asking for what we want. They show you how to position yourself to negotiate, how to get the other person to the table, how to advocate for yourself while still working collaboratively to achieve an agreement.